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Hosted Services

.com. Hosted Services. .com. Making The Enterprise “Mobile” Dave Dadds – Managing Director VanillaIP.com Chairman FCS VOIP Group d.dadds@vanillaip.com. Agenda The Landscape Networks Today Number & Applications Hosted Business IP Security and Disaster Recovery

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Hosted Services

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  1. .com Hosted Services .com Making The Enterprise “Mobile” Dave Dadds – Managing Director VanillaIP.com Chairman FCS VOIP Group d.dadds@vanillaip.com

  2. Agenda • The Landscape • Networks Today • Number & Applications • Hosted Business IP • Security and Disaster Recovery • Billing and Provisioning • Case Study • Reseller Revenues – How the £’s Stack Up part of DRD Communications Ltd

  3. The Landscape - Convergence • Many services offered today by resellers • Data - Voice – Mobile – Video – Professional Services • Different client purchase models • CAPEX – Traditional model with hardware based solutions • OPEX - Typically used for service contracts, mobile and hosted contracts. • Remote Working • Home Worker • Road Warrior – the original remote worker • Effective Voice and Data services the real enabler ! part of DRD Communications Ltd

  4. Networks – Open or Closed ? • Fixed Line TDM Network • BT – NTL – C&W • ISDN 30, ISDN 2 • Semi Closed and Expensive • Mobile (GSM) Hosted Networks • Vodafone – Orange – 02 – T-Mobile – H3G • Closed (no RTP allowed) and very Expensive • FCS – lobbying Ofcom as part of the “Mobile Market Review” • IP Networks • ADSL, SDSL, LES • IP Connectivity – anywhere, anytime, anyone • Open and Cost Effective – Driven by innovation not Privilege part of DRD Communications Ltd

  5. Numbers and Applications • 18 Million PABX Extension in the UK today • 2 million extension changed out each year • 60 Million Mobile (GSM) Handset in the UK • 2 Million number ports per year ??? • FMC – Nokia new E Series has WiFi SIP Phone included • Home/Remote working and more • ? How many million who knows • True IP networks open up the world – Anytime, Anywhere, Any Device • Video Ready • Typically today board and conference room applications • Desk Top ? part of DRD Communications Ltd

  6. Hosted Business IP • Services includes – servers – E Mail – Voice – Mobile – Video etc • Resellers focus on Sales, Customer Service, Less Technical ! • System – supports 1000’s of customer (and possible 1000’s resellers) on the same core systems. • Hardware and Connectivity (ADSL, Wifi, LES) - Independent • Simple model – same whether client wants 1 or 1000 • Access new markets – retail, government – large and small • Hosted back office portal, provides Billing and Provisioning • Self Service – Reseller – Reseller Clients • “Sticky” recurring revenue model – 80% of revenue is recurring part of DRD Communications Ltd

  7. The Network – All Ways Work but “Keep It Simple” • True IP End to End • Support Data, SIP (voice), H264 (video), T38 (fax), • Voice Real Time – Data Near Real Time part of DRD Communications Ltd

  8. Security & Disaster Recovery • Public/private IP addresses dealt with by core SBC’s (session boarder controllers) • DOS Attack Protection • All handsets authenticated within the network every 60 seconds • Automatic provisioning of handsets – password protected • Credit Limits on Group and Users • Phone Numbers now an “Application” • Have connectivity, have service • Properly designed and implements IP Voice Networks Deliver part of DRD Communications Ltd

  9. Hosted Back Office • No need to buy and maintain billing and Provisioning systems • Reseller Branded – you own the customer • Self Services - Full Reseller AND customer self service • Manages all aspects of running a hosted business • Packages and Services - 30 Day Contracts, you sell 12 month ? • Allows you to add in your own 3rd party services • Real Time Provisioning • Client invoicing – services – numbers – hardware and installation • Devices fulfilment – use your own distributors • WLR3 and ADSL (January 2009) fulfilment – 30 day contracts part of DRD Communications Ltd

  10. Customer Options - Voice • Rental (OPEX) or Pre Pay Purchase (CAPEX) Licences • Rental 30 Day minimum contract period on any licence • Pre Pay – 3, 5 or 7 year options – Discounted – Wrap into standard lease • Customer can mix and match • Hosted PABX and/or SIP Trunks • ISDN circuits and PABX maintenance no longer required • No island technology - • Port all UK Phone Numbers • Geo Graphic – 020-7xxx, 0161-xxx – most carriers BT, C&W part of DRD Communications Ltd

  11. Partner/Customer Case Study • £200 million turnover business • 8 Regional offices, up to 100 project sites at any one time • Video Conferencing • 550 hosted users – start with 10 users 18 months ago • ALL self services – never had a voice engineer on-site • 100 plus WLR3 analogue lines, 50 Plus ADS through portal • Single invoice covers all services and correct allocated part of DRD Communications Ltd

  12. Revenues – How They Stack Up • Typical Monthly revenue (ARPU) per user £18.00 per month • Split 50/50 between service and call charges • Typical CAPEX revenue per new user £110.00 • Includes – handset – switch port – installation and training • Revenues – based on 150 new users per month • Year One Year Two Year Three • Sales £432,000 £864,000 £1,296,000 • Profit £198,000 £216,000 £ 324,000 + £100,000 ? ME • Multiplier Effect (ME) Extra £2.00/user/Month - additional £100,000 Revenue/Profit Year 3 part of DRD Communications Ltd

  13. Thank You Contact Details Dave Dadds Managing Director d.dadds@vanillaip.co.uk One Number 020-8288-1231 FCS Info www.fcs.org.uk part of DRD Communications Ltd

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